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The Overarching problem with pipeline reviews is this: they are reactive instead of proactive. Read more: How Sales Leaders Can Turn Tedious Pipeline Reviews into Productive Strategy Sessions | OpenView Labs This article is a great reminder about how to best use your time with sales reps.

Pricing strategy connects your Where to Play and How to Win Choices. It does this by helping you define how you create value for your target segments and how you will capture your fair share of that value. To execute on pricing strategy you have to be able to answer the following questions. Broadly […]

In order for a Board of Directors to be effective in their mission to help the organization improve, they need to see data, trends, and reports that reveal actual findings – not assumptions or guesses. There are few things that can make a sales leader more uncomfortable than being asked questions that they should have […]

If there is at least one call that contains multiple participants from the buying side of the organization, that correlates with a 32% higher close rate: Generalized across all stages of the sales cycle, having at least one call that contains multiple participants from the seller organization correlates with a 258% higher likelihood of closing […]

“Consider the site whatismyip.com – I wonder how much traffic [it] lost when Google started showing a user’s IP on the search engine result pages? Likewise, online calculators and the like. If your business is based on simple answers that the search engine can deliver, then you are on shaky ground,” Miller said. “But recruitment? Travel? I am […]

How do you get a referral from your existing customers? It’s actually quite easy with a little bit of planning. While there is not an exact number, the general rule of thumb is that it costs between 4x to 10x more to acquire a brand new customer rather than than selling into your existing base, […]

These days the buyers have all the power. And that’s why we decided to build a new lead generation strategy for our blog. We needed to adapt to meet this new reality. Just imagine if I ended this blog post right here and said, “Alright, want to learn more? Go to this page and enter […]

Pro Tip: Many chat widgets have the ability to pop open and/or make a noise to catch the visitor’s attention. You may want to consider using this feature after a visitor has been on your site for a certain period of time or visited a specific page on your site such as your pricing or […]

Without the right people in your company’s essential sales roles, you can’t expect great results. Good salespeople are self-motivated and love a challenge. They aim high and are committed to going above and beyond expectations. In an interview with the Growth Everywhere podcast, Kyle Porter, founder and CEO of #SalesLoft, addressed his company’s success. “We’ve […]

Coaching is frequently accepted as THE most important function of a front line sales manager, with data showing that effective and frequent coaching can comfortably see a 20% increase in performance. Yet despite the perceived importance of this function, the average sales leader invests only 5% of their time in helping to develop their reps. […]